6 facets of effective listening effective listening is one of the most essential skills for...
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6 FACETS OF EFFECTIVE LISTENING
Effective listening is one of the most essential skills for successful selling. The American marketing professor, Thomas N. Ingram listed six facets that help sales people listen more effectively in sales meetings. These will be explained further in the following slides.
ParaphraseAnd repeat
Make no assumption
Encourage the buyer
to talk
Pay attention
Monitornon-verbal's
Visualize
Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila
6 FACETS OF EFFECTIVE LISTENING
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3 This is an example text. Example text.
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Paraphrase
And repeat
Make no assumption
Encourage the buyer
to talk
Pay attention
Monitornon-
verbal's
Visualize
To maintain the information flow its a good idea to provide positive feedback and to guide the buyer though purposeful and relevant questions
Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila
+? XYZ
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Paraphrase
And repeat
Make no assumption
Pay attention
Monitornon-
verbal's
Visualize
Encourage the buyer
to talk
Increase the attention by
reflection and visualization of the
buyer's message
Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila
HEART !
6 FACETS OF EFFECTIVE LISTENING
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1 This is an example text. Example text.
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3 This is an example text. Example text.
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4 This is an example text. Example text.
Paraphrase
And repeat
Make no assumption
Monitornon-
verbal's
Encourage the buyer
to talk
Pay attention
Visualize
Do not reply immediately, but listen to understand.
Let the buyer to communicate the message in full without interruption
Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila
6 FACETS OF EFFECTIVE LISTENING
This is an example text. Please fill in your own text. This is an example text.
Paraphrase
And repeat
Make no assumption
Encourage the buyer
to talk
Visualize
Monitornon-
verbal's
Pay attention
Take notice of the buyers body language to see if it matches what they say
Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila
!
6 FACETS OF EFFECTIVE LISTENING
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1 This is an example text. Example text.
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2 This is an example text. Example text.
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3 This is an example text. Example text.
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Make no assumption
Encourage the buyer
to talk
Visualize
Pay attention
ParaphraseAnd repeat
Monitornon-
verbal's
confirm correct understanding by repeating and paraphrasing the buyer's message;
Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila
xyz xyz
6 FACETS OF EFFECTIVE LISTENING
This is an example text. Please fill in your own text. This is an example text.
Paraphrase
And repeat
Encourage the buyer
to talk
Visualize
Pay attention
Make no assumption
Monitornon-
verbal's
Ask pruning questions to clarify what the buyer says.
Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila
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6 FACETS OF EFFECTIVE LISTENING
Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila
6 FACETS OF EFFECTIVE LISTENING
Encourage the buyer to
talk
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Visualize
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Pay attention
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Monitor non-verbal's
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Paraphrase & Repeat
•Example text•Fill in your own text•Example text•Fill in your own text•Example text•Fill in your own text•Example text•Example text•Fill in your own text•Example text•Fill in your own text•Example text•Fill in your own text•Example text
Make no assumption
•Example text•Fill in your own text•Example text•Fill in your own text•Example text•Fill in your own text•Example text•Example text•Fill in your own text•Example text•Fill in your own text•Example text•Fill in your own text•Example text
6 FACETS OF EFFECTIVE LISTENING
ParaphraseAnd repeat
Make no assumption
Encourage the buyer
to talk
Pay attention
Monitornon-verbal's
Visualize
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Example text•This is an example text•Fill in your own text•This is an example text
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Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila